Olam Nigeria Limited is Recruiting For Sales Development Head
Olam Nigeria Limited
Lagos, NG
23h ago
source : Mrjobsnaija

Job Description

  • The Sales Development Manager would be responsible for enabling the Business Units to build route to market, distributor automation, salesforce capability, salesforce automation and performance scorecards.
  • Key Responsibilities

    Key responsibilities include :

  • Help develop & deploy the right Route to Market’ model for each Business Unit both short term & long term.
  • Develop RTM with deep channel, customer & category understanding General Trade, Modern Trade, E-Commerce, Institutional Trade, Hub and Spoke Rural distribution
  • Develop and implement common sales processes / systems & tools across businesses and categories
  • Develop & Deploy the Olam Way of Selling’ across sales organizations : Ritualize Day in the life’; One language’ Standardized Sales Call (at various levels).
  • Managing Redistribution : Outlet Mapping, Target Setting, Daily Route Coverage Plans, Beat Plans, PJP, Productivity
  • Salesforce productivity score cards (Direct Coverage, Effective Coverage, Productivity, Lines Sold )
  • Reporting Systems including DSRs, Retail Cards, Monthly Reporting, Monthly Claims (if any), Damage & Shortage Claims.
  • Distributor Management : Briefing, Order Management, Stock Management, Credit Management., ROI calculations
  • KPI formulation & tracking.
  • Route Optimizations Devise appropriate checks and balances in the process & reporting formats.
  • Develop and implement sales and distribution metrics, Drive efficiency and productivity of our Sales force and Redistribution assets
  • Work on Sales Automation in the medium to long term, identify capability needs of the sales organization in terms of skills and competencies based on the business & sales
  • Strategies :

  • Develop training modules for various levels of sales teams.
  • Either in-house or with external help
  • Innovative Methods : Role Plays; Videos
  • Adapted to local cultures.
  • New members to be inducted with focus on product & functional knowledge.
  • Drive structured On-the-job’ training for company sales team & merchandisers new recruits as well as current personnel.
  • Provide coaching, guidance and work out professional development plans to help the sales force reach their full potential & create a world-class sales force.
  • Lead and develop process of field force incentive systems & recognition programmes.
  • Help in developing Trade Marketing Plans. Lead with ideas for different categories.
  • Independently access the quality of service to customers. Work with Business Heads & Sales Managers to improve the same.
  • Must Haves :

  • Candidate with extensive exposure in Sales, Route to Market, Sales Capability Development, who has worked up from the ranks.
  • Minimum 12-15 Years of work exposure in Leading Foods & Beverages Company
  • Premier Institute MBA preferred.
  • Willing to relocate to Lagos, Nigeria.
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